Many nonprofit staff  and volunteers dream of the day when a donor will walk into their office and hand them a large check.  But it’s only a dream because they don’t know how to find those donors, much less encourage them to give big money.

So here’s the thing:  it’s not rocket science.

Identifying and cultivating major donors is actually fairly easy, once you  know what to do.  I think that many people have built it up in their minds to be hard and uncomfortable, and they’ve talked themselves out of trying.  That’s too bad, because working with major donors can be a LOT of fun and very rewarding.  And it’s the one fundraising technique that is working well this year.

If you’d like to learn more about raising money from your major donors, join me for a 3-part webinar series called “Secrets to Getting Big Gifts.”  It starts September 7 and you can read all about it at http://getfullyfunded.com/secrets-of-major-gifts. I’ll tell you everything you need to know to find your major donor prospects and ask them for a gift.

Last week at my local AFP chapter meeting, I had the privilege of hearing Eric Benson speak.  Eric is one of the most positive and energetic people I know and he spoke about achieving life-work balance.  Here’s some of what I took away from the presentation.

We think of work as something negative and play as something positive.  Why can’t work be fun, too? (It is for me!).  ANYTHING can be fun or drudgery.  It’s all in how we think about it.

Everything you do should have a purpose.  Everything. You should have a purpose for reading this blog and I should have one for writing it. Your purpose should be simple, clear, and 7 words or less.  For example, my purpose for writing this blog is “To share information, inspiration, and resources.”

Our purpose is the “what.” How we do things is different.  My purpose for writing is to share.  How I do it determines if it’s fun or work.

Be in the here and now.  If your mind is somewhere else, you should probably start moving your feet toward it.

Stop saying “I have to” and replace it with “I want to.”  Subtle but important difference.

Love the people you’re with. That’s what really matters.

“How can I make sure that another organization doesn’t steal my donors?”

I’ve been asked this many times. Let me put this to rest right now. You can’t “steal” someone else’s donors.

People give to the organizations and causes that they want to. There’s nothing you can do to change this. If the donor decides to give to a different cause, it’s because they perceive the new cause to be more worthy of their support. You can offer someone else’s donor information about your organization, but the decision to give is theirs. Likewise, another organization can offer your donors information about their work. If your donor goes away, it probably has more to do with your lack of donor relations than anything else.

Bottom line – you can’t steal donors from another organization. Nor can they steal yours.

“Well-behaved women rarely make history.”

I  love this quote!  I saw it so clearly recently. I spent the weekend in Savannah, Georgia with my Mama and sister-in-law to celebrate my Mama’s birthday (she’s 74).  What I didn’t expect was to learn so much about the role women have played throughout history.

We learned the details of how Juliette Gordon Low started the Girl Scouts of America (and we saw a couple of scout groups touring Low’s home).  Interestingly, Low lost her hearing, but didn’t let that stop her from forming this wonderful organization for girls.

We learned about a group of women who stopped the destruction of the largest Live Oak tree in Savannah (it was awesome!) and others who rallied to prevent the destruction of various historic homes in the city.

It reminds me over and over of the difference one person can make.  One person decided to start a program for girls.  One person decided to save a beloved tree or a house.  And they made a big difference.

You’re one person.  What can you do to make a difference today? Can you offer a warm smile or a kind word to brighten someone’s day?

I’m a very methodical thinker.  I like order to things.  I like to see a clear start and a clear finish. Yesterday, I found myself pulling out the sticky notes with two different clients to help them think about a project.

The first client needed to map out a process for managing volunteers, from recruiting all the way through to the Exit Interview.  The second one wanted to visualize the content for their new website.  For both, I wanted to help them first create a process to give the projects structure.

Both clients had been wrestling with these projects, mostly I think because they simply hadn’t set aside time to work on them.  After just an hour, each client had a visual structure on sticky-notes and knew what their next steps were.

The next time you need to do some big thinking, I recommend you get out some colorful sticky notes and a marker.  Start with some broad thoughts like “what are the main steps in this process?”  Write each one down on its own sticky. You can use a blank wall or the back of a door to put the notes in order. (I like using sticky notes because you can move them around if you need to.) Don’t worry about all the details yet – just get the main pieces first.  You’ll go back later and fill in the details.

For the website, we started with “who will be visiting the website?” and “what will they want to know?”  This helped us decide on the information to include and by using the sticky notes, we were easily able to figure out how to organize the information for each type of visitor.

Have you used this type of exercise before to help you get your thoughts together?  Do share!  We’d all benefit from your experience.

I’ve been talking with several folks lately who are working with new nonprofits that have recently gotten started.  They are so excited and have so many questions!

They want to know how to put a good Board together and how to get Board members to have ownership of the organization.  They want to know how to spread the word about the work they are setting out to do and how to get the attention of the local media.  They want to know how to apply for grants without having served any clients yet.  They want to know how to find donors and raise money. (See what I mean about lots of questions?)

Since I seem to be attracting these startups like moths to a flame, I’m putting together a coaching program just for them to get them up and running fast.  I’m calling it the Nonprofit Startup Jumpstart.  My intention is to help them speed up their learning curve on these issues and get moving fast.  It’s packed with information and affordably priced. You can read all about it at http://www.getfullyfunded.com/nonprofit-startup-jumpstart.

So here’s my question for you, my readers:  What does a Startup need to know?  What do you wish someone had told you when you first started your organization or when you first started working in fundraising?  I’d love to hear your thoughts!  Please hit the comment link and let me know what you think.

Oh, and if you know someone who might benefit from the Nonprofit Startup Jumpstart program, please share the link.  The program starts September 1 and the deadline to sign up is September 14.

Since it’s back-to-school time, I thought I’d share this great inspirational video.  Even though it specifically talks to teachers, its message is applicable to all of us.

Coaching is catching on faster and faster in the nonprofit world.

Coaching provides a unique form of support.  It’s deeper than a seminar and more personal that a consultant.  And it’s not a one-shot deal.  A coach gives you someone to work with over a period of time and someone you can count on.

Many major companies have embraced executive coaching as a great form of professional development.  It’s viewed as a way to support top producers.  For the Nonprofit Professional, knee-deep in work and starved for resources, hiring a Coach can be a tremendous investment. When you enhance your skill set, time management, and confidence, it ripples through the organization.

But before you hire someone to be your coach, ask them if they have a coach.

If you’re going to invest in yourself in this very personal way, make sure that your coach is also investing in themselves. You want someone who walks their talk and who can being their best ‘A’ game to support you.

Personally, I have several coaches and mentors.  I learn different things from different ones.  This year, I decided to invest in some expensive, high-end coaching and it’s been a wild ride!  The simple decision to do it shifted my thinking and how I look at things.  With the help of my coach, I’ve been able to plan bigger than ever before, and work toward making those plans a reality.  I don’t think I could have accomplished so much without her.

I’m already thinking about who will coach me in 2011.  Are you?  If you’re thinking about having support next year, I’m working on a hybrid coaching/consulting program that will absolutely take your fundraising program to the next level.  There will be LOTS of cool stuff in this program, including retreats, attending the AFP conference in Chicago (I’m paying for you to go!) and learning activities with horses.  If you’re interested, shoot me an email at sandy@sandyrees.com and I’ll send you an application.

Coaching is effective for people who want to make change but aren’t sure how to do it. If you want to make some changes in your nonprofit organization, think about starting with a coach.

Last Thursday, I had the honor of presenting at the AFP North Carolina Conference on Philanthropy in Charlotte.  My session was called “4 Simple Steps to Building Donor Relationships and Fully Funding Your Mission Using Donor-Based Fundraising.”

My intention for this breakout session was to help my students focus on building donor relationships and share my concept of getting fully funded. Here are a few notes from the session.

What does it mean to ‘Get fully funded?’ It’s a state of fundraising where you can easily raise all the money your organization needs to fulfill its mission.  Your organization has all the equipment, supplies, and staff it needs.  Fundraising is not only easy, it’s fun!

What is donor-based fundraising? It focuses on the donor and the relationship. It creates long-term sustainability for the organization and a satisfying experience for the donor.  It requires honest two-way communication.

When you follow the principles of donor-based fundraising, there are 4 simple steps to raising all the money your organization needs.

1. Tell your story.  Keep it short and simple, and tell people why they should care about your organization.
2. Ask for a gift. Ask multiple times during the year and use a variety of techniques.
3. Thank the donor.  Be warm, sincere, and prompt in your gratitude.
4. Build relationships. Get to know your donors and what peaks their interest in your organization.

I’ve used these principles and steps many times, as a Development Director and as a coach, tobring about some amazing results in fundraising. I’ve had donors thank me for giving them the chance to make a donation.  I’ve broken fundraising records.  And I’ve had an absolute ball doing it!

Stay tuned as I share more about what it means to Get Fully Funded and how you can do it, too.

I’m a big believer in continuing education.  I encourage my students to take advantage of learning opportunities, and like a good coach, I practice what I preach.

Last week, I went to a 3-hour seminar with a group of my friends.  And it stretched my thinking.  Actually, I’m still processing some of the material nearly a week later.

Four of us piled into the car and drove from Knoxville to Atlanta.  We chatted nonstop on the way down about our challenges.  We shared our goals and supported each other to dream bigger. (Isn’t it great to have people like that in your life?  People you can openly share with and know they’ll give you the honest truth?)

Personally, I had a couple of big “aha” moments that afternoon.  I got really clear that I have some big dreams about the impact I want to make on the world. I saw how BIG my dreams are. I also saw that I have some work to do to make it happen.  And I’m ready!

How about you? Are you working to improve yourself and your skills so that you can reach your dreams?  Or are you “playing it safe” and staying with what’s comfortable for you?

I’d love to hear what you think.  Hit the comment link and share.